WIIFM. We all know that stands for “What’s In It For Me?” But let’s look at the WIIFM acronym another way. Start thinking “What’s In It FROM Me?” If you change your mindset to this being the motivator for your follow up action, it will become easier to do follow up when you’re uncomfortable with it or other tasks call your name.
What are you GIVING with good follow up? These and more:
- An assurance of credibility, believability, and trust. You’re doing what you said you would do. People buy from you not because of what you say you will do, but because of what they believe you will really do.
- Demonstration that you care. People do not care how much you know until they know how much you care.
- Once care is established, you’re giving your knowledge. When you position yourself as the helpful professional expert, you’re the one they will turn to again and again.
- Another opportunity for your prospect to make a good decision. Helping prospects make a good buying decision is an integral part of your enrollment building responsibilities.
- The only follow up contact they got from a center that day (or maybe even that week). I was giving a seminar when one of the participating directors shared with me that a parent who was spending the day calling nannies, got another follow up message from her. Because of it and all the previous contacts this director had made to genuinely try to help her, she called the center, scheduled a visit, enrolled, and even told the director it was her follow up that made all the difference in her coming in. It also meant she got the enrollment!
Change your thinking and you can change your action and ultimately your enrollment situation.
One way to do that is to start thinking “What’s In It FROM Me?”